THE DASHBOARD INTELLIGENCE SERIES

Sales Intelligence for High-Performing Businesses: Supercharge Sales & Crush Quotas For Sales

https://hrboss.com

WHAT

Even if you’ve got the most cutting-edge technology, a well-oiled manufacturing operation, tight financial goals and the best leaders, nothing else matters until you’ve got the sales engine running.

When the organisation relies on you to manage sales and bring in profits, it can be a high-stress situation. There are months when your team sails past their quotas and it seems like your department can do no wrong, and then there are months when you worry your team won’t hit their number. Instead of swinging back and forth between these extremes, you ask yourself ‘how can I be smarter so my team can always be closing? This is where Sales Intelligence comes into the picture.

Sales data v. Sales Intelligence

Sales data refers to basic prospect information like company size, location, revenue, industry focus etc. Sales data is useful but that’s really only the first step because it’s not going to help you close more deals. What differentiates ‘Sales Intelligence’ from ‘Sales Data’ is the level of insights, and what you need is turning that all that messy data into intelligence which your sales rep can action.

Sales Intelligence:

Sales Intelligence (or Sales Analytics) refers to information collected from technologies, application and practices to accelerate the sales process to close deals and drive business.

This might sound obvious but for any organisation, Sales is the key department driving revenue and growth for the business.

Definition

2The Dashboard Intelligence Series Sales Intelligence for High-Performing Businesses: Supercharge Sales and Crush Quotas

WHY

Sales Intelligence gives you the ability to drill down into your sales function to monitor, measure and manage deals effectively. According to Aberdeen Group, best-in-class companies which rely on sales intelligence see a 12.3% average yearly increase in overall team attainment of sales quota and an 8% average year-over-year increase in average deal size or contract value.

With Sales intelligence you can:

• stay on top of key metrics that will drive sales

• establish sales patterns which will be useful in setting sales budgets in future

• create a culture of daily accountability for your sales rep

• see who’s crushing quotas and who’s lagging behind

What makes Sales Intelligence so hot?

• analyse pipeline opportunities to determine actions required to meet sales targets

• understand which competitors are faced most and why the deals were lost

With the amount of data organisations deal with today, sales don’t need more data…they need business intelligence that can be converted into sales specific strategies and actions.

If you’re like most organisations, you depend on your CRM and associated systems to manage sales pipeline and forecasts. The challenge herein is this: sales data is stored in multiple systems and the number of customisations you’ve made to your CRM creates a slew of reporting problems that make it extremely difficult to track how opportunities are moving through the pipeline, making forecasts a very scary process.

To get a clearer picture, you wait for IT and reporting teams to run custom queries and wrangle spreadsheets to build your forecast – a slow, laborious and time-consuming process.

3The Dashboard Intelligence SeriesThe Dashboard Intelligence Series Sales Intelligence for High-Performing Businesses: Supercharge Sales and Crush Quotas

HOW

by eliminating the need to aggregate different sets of sales data so you and your sales team can confidently commit to their numbers and focus on closing, rather than reporting.

If Sales analytics still remains a blackbox for you, read on to see how EmployeeBoss’s Sales dashboard can give you a holistic view of your sales operations. From sales executives to front-line sales representatives, you get real-time insights —insight that is personalized, relevant, and actionable.

One big win sales intelligence can give you right off the bat, is saving you valuable time

4The Dashboard Intelligence Series Sales Intelligence for High-Performing Businesses: Supercharge Sales and Crush Quotas

EmployeeBoss gives you a quick, scan-friendly overview of your past sales activities: Target & Total Sales, Win-Loss Percentage and breakdown of Won & Lost opportunities

Click to view live dashboard

5Sales Intelligence for High-Performing Businesses: Supercharge Sales and Crush QuotasThe Dashboard Intelligence Series

Pump-up your pipeline: Monitor and analyse real-time sales metrics to truly understand what is driving your sales engine.

Check on your current pipeline, prioritize your resources and monitor deals that are next in line to close.

6Sales Intelligence for High-Performing Businesses: Supercharge Sales and Crush QuotasThe Dashboard Intelligence Series

Forecast the future. EmployeeBoss helps you predict important figures so you can be confident about your numbers.

• How many deals can we possibly close in the next quarter?• What’s our expected total sales?• Which opportunities are still open and which should we try to close?

7Sales Intelligence for High-Performing Businesses: Supercharge Sales and Crush QuotasThe Dashboard Intelligence Series

This is where you ensure that all the numbers on the dashboard are always right and up-to-date so you know you’re telling the right story.

Check the filters on the left to do a quick data health check on all opportunitiesThe count shows you the number of neglected opportunities and opportunities with missing dataSlice and dice by sales rep so you know who needs to devote a bit more time towards data hygiene

8Sales Intelligence for High-Performing Businesses: Supercharge Sales and Crush QuotasThe Dashboard Intelligence Series

Data fields Field Type Source Systems

Opportunities

*Opportunity ID Text CRM

*Opportunity Name Text CRM

*Stage Name Text CRM Current stage of which the opportunity is at

*Is Won 0 or 1 (0 represents not won and 1 represents won)

CRM Indicates if the opportunity is won

*Is Closed 0 or 1 (0 represents not closed and 1 represents closed)

CRMIndicates if the opportunity is closed

*Amount Number CRM Total amount of revenue that the Opportunity is worth

*Probability Number (Whole number from 0 to 100)

CRM The percentage probability of winning the opportunity

*Expected Revenue Number CRM Amount x Probability. This is used in the sales forecast so you can get a ballpark idea how much revenue you might be expected to win.

*Close Date Date CRM

*Type Text CRM

*Currency Code Text CRM

*Product Text CRM

*Created Date Date CRM

*Last Activity Date Date CRM

*Sales Representative ID Text CRM

*Sales Representative Name

Text CRM

Ready to see these dashboards in action with your data?

Data marked with * are required data.

Connect your CRM

9Sales Intelligence for High-Performing Businesses: Supercharge Sales and Crush QuotasThe Dashboard Intelligence Series

Data fields Field Type Source Systems

*Sales Representative Location

Text CRM

*Sales Representative Active Status

0 or 1 (0 represents inactive and 1 represents active)

CRM

Payroll

*Sales Representative ID Text CRM

*Sales Representative Name Text CRM

*Sales Representative Location

Text CRM

*Sales Representative Active Status

Text CRM

*Quota Month Date CRM Date of the first day of the month which the quota is set for

*Sales Target Text CRM

*Currency Code Text Payroll/Finance/ERP

Currency Conversion

*Converting From Currency Code

Text Payroll/Finance/ERP

This is aligned to the agreed currency conversion rate in your organization, wherever it lives.

*Converting To Currency Code

Text Payroll/Finance/ERP

*Conversion Rate Number Payroll/Finance/ERP

How many data fields? 28 How many mandatory data fields? 28How many systems? 2-3

What is required:

EmployeeBoss comes with pre-built Sales Intelligence dashboards ready to use from day 1…so all you need to do is import all the required data.

Here’s what you need to do:

Want more dashboards?Sales Intelligence is just one of the pre-built dashboards available, to explore all the other dashboards EmployeeBoss gives you, visit HRBoss.com

Data marked with * are required data.

10Sales Intelligence for High-Performing Businesses: Supercharge Sales and Crush QuotasThe Dashboard Intelligence Series

With EmployeeBoss, you can get dashboards top sales leaders use to supercharge sales and crush quotas.

Used and loved by leading organizations around the world.

Don’t just take our word for it.

®

Best Big Data SolutionStevie Awards 2015

ASIA-PACIFIC

International Tech company of The Year

IBAs2014GLOBAL

Best Innovation 2015Best HR Service Providers

Greater China

“The workforce planning capabilities inside EmployeeBoss help us keep

ahead of the competition. It’s a secret weapon that sets us apart

from the competition.”

Christina H. Yasui, Head of Global HR, Adways Inc.

11Sales Intelligence for High-Performing Businesses: Supercharge Sales and Crush QuotasThe Dashboard Intelligence Series

Features of EmployeeBoss include: Dynamic Org Charts | Geo-spatial Maps | Reports & Dashboards | Workforce Planning | Recruitment & Vacancy Management

To learn more about the full spectrum of business problems EmployeeBoss help organizations around the world solve, email info@hrboss.com to schedule a live demo.

EmployeeBoss is the first big data analytics solution dedicated to solving problems related to the workforce. Taking business leaders from mess to success in just 5 easy steps: Import, Associate, Visualise, Plan and Execute, EmployeeBoss delivers workforce insights to help business leaders make informed workforce decisions without any hassles or high-cost.

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